commission perspective – maximizing abilityone opportunities

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Commission Perspective – Maximizing AbilityOne

Opportunities Kimberly Zeich

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Presentation Agenda Commission Perspective Making a Strong Business Case Critical Steps in Procurement List (PL)

Process Price Sensitive Environment Checklist for Success Takeaway

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Commission Perspective Current business environment

Budget austerity Protest mentality

Decisions: Defensible, documented Procurement standards met

GAO: Ensure adequate oversight Employment growth objectives

Engagement and advocacy

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“A rising tide lifts all boats …

… a receding tide forces all boats

to deeper waters.”

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Make a Strong Business Case

Understand customer/sponsor needs Business line / market analysis Suitability for the Procurement List ETS: To claim, or not to claim Document differentiating factors Realistic market share & timeline

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Critical Steps in PL Process Price Negotiation

Provide timely price or cost data Expect to “Sharpen your pencil”

Addition Package Submission/Analysis Know and meet timelines Be prepared/available to demonstrate

suitability and answer questions Phase-in request justification Subcontracting documentation

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Price Sensitive Environment See slide 1: Budget austerity

LPTA vs. Fair Market Price vs. Mission Cost

Perception that AbilityOne is “too expensive” or negotiations too time-consuming

• Submit price proposal on time

• Explain how the price was developed

• Demonstrate understanding of customer’s position during negotiations

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Checklist for Success Business case: Do your homework;

Plan strategic approach PL process: Work with NIB to ensure

timely inputs and responses Price sensitivity: Hone your pricing, based

on market data and analysis; support with documentation

Persevere!

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Takeaway

“We can’t control the wind… but we can adjust our sails.”

How do we adjust the sails?

Let’s get those SALES!

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Contacts

Kim ZeichDeputy Executive Director703-603-2130kzeich@abilityone.gov

Barry LinebackDirector, Business Operations703-603-2118blineback@abilityone.gov